Announcement

BuyerAssist launches with $2M in funding to help B2B sales team keep their buyers engaged. Read the announcement

MEDDIC +
Mutual Success Plans

Take control of buyer engagement and get ahead of the decision and paper process by bringing together the power of MEDDIC and Mutual Success Plans
Meddic Hero Image

What is MEDDIC?

MEDDIC is a sales qualification methodology used by most B2B Sales organizations, especially those with an enterprise sales processes.
It is often referred to as the MEDDIC sales process, MEDDIC scorecards and MEDDIC checklist. There are also variations of the MEDDIC methodology like MEDDPIC, MEDDICC etc. It has stood the test of time and helped multiple generations of companies grow their revenues at an incredibly fast rate.
Over the years, MEDDIC has been found to be particularly fit for:
Investor

Projects that involve multiple buyers

Products that involve change management

Complex B2B sales

The problem with MEDDIC

MEDDIC is actually quite simple for today’s complex enterprise deal (yes, we went ahead and said it!).
There are three major areas of gaps when MEDDIC deployments meet today’s enterprise sales deals:

MEDDIC deployments are not customer facing and suffers from garbage in - garbage out

MEDDIC helps qualify, but fails to develop opportunities

MEDDIC is not designed to manage complexities with large stakeholder teams

From Close plans to Mutual Action Plans to Mutual Success Plans

A lot of experienced sellers already use Close Plans or Mutual Action Plans (MAP) to plan through the decision and paper processes with their buyers.

Close Plans are designed to help a seller win deals without any explicit need to include the buyer in the process of creating it. MAPs are an improvement from Close Plans in the sense that they are buyer facing, but because the focus is on project management alone, they are usually abandoned after the contract is signed and do not get used for any meaningful buyer value delivery. To that extent, MAPs are Close Plans that get occasionally reviewed with a buyer 2-3 times in the entire sales cycle.

Mutual Success Plan (MSP) is a new way of buyer engagement that is focused on two key concepts – ‘Mutual Success’ and ‘Success Plan’. ‘Mutual Success’ is about establishing a shared understanding of what success means for you and your buyers. ‘Success Plan’ is the shared path that you and your buyer need to take in order to reach the mutually desired outcomes.

MSPs start with value discovery and go all the way through to value realization for the buyers (contract signing is just one step in this process). MSPs are co-developed with the buyers and continuously reviewed with them throughout the relationship to ensure that both parties are always directing their efforts in the joint pursuit of buyer outcomes and make necessary course-corrections in cases of any deviation.

This new way of buyer engagement aligns with modern buyer expectations around self-service and outcome-driven vendor relationships.

Mutual Success Plans to transform MEDDIC into becoming more buyer-centric

What are Mutual Success Plans?

Mutual Success Plan (MSP) is a new way of buyer engagement that is focused on two key concepts – ‘Mutual Success’ and ‘Success Plan’. ‘Mutual Success’ is about establishing a shared understanding of what success means for you and your buyers. ‘Success Plan’ is the shared path that you and your buyer need to take in order to reach the mutually desired outcomes.

How Mutual Success Plans complement MEDDIC?

Mutual Success Plans transform buyer engagement from manual, siloed, and disconnected to data-rich, collaborative, and outcome-driven experience. It is where the selling and buying teams come together to define the mutual business outcomes and continuously align and collaborate on accomplishing those in time (read MEDDIC). It keeps all parties accountable and focused on the goals, milestones, metrics and the plan that help maximize the potential of the relationship.

With BuyerAssist, revenue teams leverage Mutual Success Plans as a
customer facing tool to discover, align and collaborate with their buyers
on all aspects of MEDDIC. It ensures B2B relationships are digital first and
value driven.

Why use Mutual Success Plans?

Todays’ buyers are under incredible pressure to show measurable value in a timely manner. MSPs are co-developed with the buyers and to ensure that both parties are always directing their efforts in the joint pursuit of buyer outcomes, and make necessary course-corrections in cases of any deviation. This new way of buyer engagement aligns with modern buyer expectations around self-service and outcome-driven vendor relationships.

Mutual Success Plans to transform MEDDIC into becoming more buyer-centric

Mutual Success Plans is where enablement meets execution. It is a critical tool as we look to operationalize MEDDICC in every single buyer engagement. We are excited to partner with BuyerAssist on automating and making mutual success plans easy for our sellers and prospects to co-create.

Picture of Senior Director for Revenue Enablement
Chuck Marcouiller

Senior Director
Revenue Enablement

Our sales process is complex and can take anywhere from 2-10 months. With so many things that could change in this timeframe, having a mutual success plan is critical to our ability to win deals predictably and avoid any last minute surprises.

Joe Booth

VP of Sales Operations & Business Development

BuyerAssist is operationalizing buyer-centric selling that will help us and other organizations align with buyers in a whole new way. I have enjoyed working with the BuyerAssist team over the past few months as they build the BuyerAssist platform. I am excited to see their vision come to life as they strive to transform companies to focus on what matters most to their buyers through jointly developed success plans.

Mike Krilich

Director
Global Sales Ops

Jobvitesl
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skedulo logo in buyerassist homepage

MEDDIC
Mutual Success Plan
Benefits

Buyer Focused
  • Written in buyers’ language
  • Helps first time buyers with buying best practices
  • All activities lined up to go-live date and buying goals
Collaborative
  • Systematic and efficient project management
  • Makes new stakeholder onboarding seamless and saves time
  • Timely warnings to prevent delays and timeline slips
One Stop Destination
  • All assets in one-place and delivered in-context
  • Designed for buyers to use in the flow of their work
  • Eliminates unnecessary, repetitive intro meetings
Mutual “MEDDIC”
  • Promotes radical transparency and synergy
  • Gives buyers an outside-in perspective
  • Brings your institutional thought leadership to the forefront
Seamless Sales to CS Handoff
  • Continuous and consistent buyer experience
  • Effective transfer of context to CS in a systematic manner
  • Significant acceleration of the time to value
Better Forecast Efficiency
  • Buyer Engagement helps validate commit and upside deals
  • Identifies risks proactively and help address them
  • Buyer experience as your competitive advantage

MEDDIC + Mutual Success Plan = Buyer Centric Selling

About BuyerAssist

BuyerAssist is a buyer engagement platform used by sales teams to engage, collaborate and align with their buyers at each step in the enterprise sales process.

We digitize ‘’Mutual Success Plans’ to drive transparency and visibility leading to faster value realization.

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